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1 month ago | 
membrain.com | George Brontén |Dave Brock |David Brock
My friend and mentor, Lahat Tzvi, wrote one of the most fascinating posts on AI I’ve read. Be sure to read it! In it, he coined the phrase, “The Hidden Cost Of False Efficiency.” It’s such an important concept, and at the root of many of the challenges we face in growing our businesses. I’ve written too often and whined too much about our continued inability to focus on effectiveness, outcomes, and continual improvement. I don’t want to reiterate those issues here.
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Jan 15, 2025 | 
membrain.com | George Brontén
Politics is big in the news this month as the US prepares to inaugurate a new president, and the world waits to see what happens next. But whatever happens, one thing is for sure: We aren’t going to solve all of the world’s problems. Not today, not this month, and probably not in the next ten years. Maybe never. How do I know? Because we never do.
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Jan 8, 2025 | 
membrain.com | George Brontén
There are many kinds of capital in a business: Human capital, financial capital, and intellectual capital are well-known types. In the context of the sales team, human capital is the people who do the sales work, and financial capital is the budget available to pay them and help them do their jobs. Intellectual capital is the stored knowledge, experience, and information your sales department owns.
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Jan 1, 2025 | 
membrain.com | George Brontén
In Japan, there is an ancient art called Kintsugi. In Kintsugi, broken vases are repaired using a mixture of lacquer and gold or silver powder. The resulting artwork highlights the seams of the repair, and is more beautiful for having once been broken. I think this is a powerful concept for life. Imagine viewing your mistakes and the ways that you’ve been broken in life as an important part of your history, something that makes you more beautiful than if you’d never been broken at all.
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Dec 18, 2024 | 
membrain.com | George Brontén
It’s hard to believe we’re at the end of another year already. It’s been an eventful year for the world and our company. I’m proud of everything we accomplished and excited for the new year. Through it all, every week, we send this blog out to followers. That makes 52 posts every year. And out of those 52, a few always rise to the top as the most popular.
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Dec 18, 2024 | 
membrain.com | George Brontén
Explore how personalized sales strategies and why the importance of leveraging individual strengths to engage effectively can help you with Nicole Babel and David Mullins from SalesStar. With decades of experience, Nicole and David offer invaluable strategies to help sales leaders and teams adapt to rapid changes, such as accelerated decision-making and niche market specialization.
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Dec 11, 2024 | 
membrain.com | George Brontén
In The Art and Science of Complex Sales podcast, our Head of Revenue Growth, Paul Fuller, interviews experts in leadership, sales, and consulting. They dig into topics of mindset, culture, data, technology, and much more. This year the podcast hosted authors like Jennica Dixon, David Masover, and Matt Dixon, as well as founders and CEOs of international sales consulting powerhouses and insightful thought leaders in many facets of sales leadership.
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Dec 5, 2024 | 
learn.g2.com | Lucy Literado |Manas Jha |Nina Bohush |George Brontén
What would you choose: working on a $1M deal for a year or having a million small or mid-size business (SMB) deals? If your product caters to multiple startups and enterprises, casting a wide sales net might be hazardous. Building numerous sales pipelines for multiple accounts is a recipe for chaos. A spray-and-pray sales cycle results in bloated intent, lead leakage, and competitor poaching. Building your SaaS brand, one SMB sale at a time can land you in the B2B software market.
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Dec 4, 2024 | 
membrain.com | George Brontén
Every sale, in the end, is a decision. To make more sales, salespeople need to understand how their customers make decisions. In order to understand how they make them, they need to understand the context in which they are making them. In the 1990s at IBM, Dave Snowden described an approach to decision-making that he called the Cynefin framework.
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Nov 27, 2024 | 
membrain.com | George Brontén
If you’ve been following me for long, you know I’m a student of systems thinking. I’ve been taking a training with Cabrera Labs, the think tank run by Drs. Derek and Laura Cabrera of Cornell University. As I’m going deeper with their systems thinking framework called DSRP, I can’t help but notice all the ways their model can help us sell better. This week, I want to share with you how the “P” (for perspective) part of the model can help us change our sales landscapes. What Is DSRP?
